Dish TV India LimitedInvestor Presentation

Stock Code: BSE - 532839 NSE- DISHTV LSE: DTVL

1

Disclaimer

Some of the statements made in this presentation are forward-looking statements and are based on the current beliefs, assumptions, expectations, estimates, objectives and projections of the directors and management of Dish TV India Limited about its business and the industry and markets in which it operates.

These forward-looking statements include, without limitation, statements relating to revenues and earnings. The words “believe”, “anticipate”, “expect”, “estimate", "intend”, “project” and similar expressions are also intended to identify forward looking statements. These statements are not guarantees of future performance and are subject to risks, uncertainties and other factors, some of which are beyond the control of the Company and are difficult to predict.

Consequently, actual results could differ materially from those expressed or forecast in the forward-looking statements as a result of, among other factors, changes in economic and market conditions, changes in the regulatory environment and other business and operational risks. Dish TV India Limited does not undertake to update these forward-looking statements to reflect events or circumstances that may arise after publication.

2

Investment rationale

3

07

Largest distribution platform in IndiaMore than 23.9 million subscribers

Supremacy in marketsBuffered from alternate technologies; supremacy in semi-urban and rural areas

GrowthOn course to deliver strong growth and margins

Multiple product offeringsPortfolio of offerings; DTH service, smart connected devices, OTT platform – tapping on new growth opportunities

Annuity businessAnnuity business with significant Free Cash Flow potential

Strategic partnerships to fuel growthPartnership with Amazon Prime Video, Amazon Alexa, ShortsTV, Zee5, Hungama Play, Voot, Sony Liv, Alt Balajiand many more

SynergiesSignificant merger synergies realized. Merged co. to target further synergies

05

06

0403

02

01

Supremacy amongst semi-urban and rural areas

4

DTH - easiest to reach /

most economical

for TV viewing

Distributed row houses

Growing penetration of wireless broadband

Unfeasible to lay fibre/

wired broadband

Negligible requirement

for wired broadband

Large family size

Inconvenient-watching

linear TV on mobile screens

India outside

big cities

Dish TV India has majority of its subscribers outside top-towns and cities

Indian TV Industry

5

The Indian TV industry

6Source: TV industry size: FICCI-E&Y 2019; Households: BARC India Universe Update 2018; Distribution Industry: MPA Report 2018; Pay & FTA channels :TRAI June 2019

AnalogCable17%

Digital Cable48%

Market share - Distribution Industry

DTH35%

2021 INR 551 Bn.TV subscription revenuesCAGR of 9%(2018-2021P)

TV Industry to gain from increasing TV and Pay -TV

penetration

Broadcasting Industry

Multiple broadcasters, having 331 pay channels, 577 FTA channels, producing content in more than

15 languages

Total households (in Mn.)

Total TV households (in Mn.)

TV penetration (of total HH’s)

C&S HH’s (in Mn.)

2018 2020

311 m298 m

220 m197 m

435

481

551

305

333

403

0 200 400 600 800 1000

2018

2019P

2021P

TV Industry Size (INR Bn.)

Subscription revenues Advertising revenues

66% 71%

163 m

185 m

Television will maintain pole position as the largest segment within the Indian M&E sector

TV viewing HHs - Pay & FTA

TV households

197 Mn.

Pay -TV

163 Mn.

Cable Subs

105 Mn.

DTH Subs

58 Mn.

Non - Pay

34 Mn.

Free Dish

30 Mn.

Source: TV & Pay – TV HH: BARC Universe Update 2018; Distribution by platform: MPA Report 2018; Free Dish subscriber base: Prasar Bharti website7

20%

33%17%

14%

16%

TV viewing in India

8

97%99%98%

Percentage of single TV households

Source: Percentage of single TV households: BARC ; Daily time spent: FICCI-E&Y 2019

77% large and affluent joint families have single TV’s, implying co-viewing as a consumption pattern

79% of Indian households still have CRT TV’s

All India Urban Rural

Daily tune in on TV:836 Mn. Individuals

Avg.dailytime spent

per individual03:46:21

(hh:mm:ss)

TV continues to remain the most popular form of entertainment Share of TV viewership universe across age groups

Adults(31-40 yrs)

Kids(2-14 years)

Youth(15-30 years)

Senior(>50 years)

93% of all video content consumption happens through linear TV

Popular across age groups despite rising internet penetration

Source: Share of TV viewership by, and across age groups: BARC; Broadband subscribers : TRAI Dec 2018

0 1000 2000 3000 4000 5000 6000 7000 8000 9000 10000

51+ yrs

41-50 yrs

31-40 yrs

15-30 yrs

2-14 yrs

2017 2016

22% growth

Share of TV viewership universe by age groups(in Mn. impressions)

Contrary to popular perception, the youth contributes a massive 33% share of TV viewership, and has seen a growth of 22% in impressions over the year

Youth(15-30 years)

Mature41-50 years

Kids(2-14 years)

Senior(>50 years)

All India internet penetration- 48%

4170

120

218

345

507

15 15 17 18 18 18

0

100

200

300

400

500

600

Dec-13 Dec-14 Dec-15 Dec-16 Dec-17 Dec-18

Broadband subscribers (in Mn.)

Wireless Broadband Subs (mn) Fixed Broadband(mn)

9

1,4391,131 1,064 997

103

DirecTV Charter Dish Comcast Netflix

Annual cost of Netflix 1/10th of Pay -TV cost in the US

Annual ARPU (USD) -2016

8054

3011 88 11 7 8 6

USA Australia Sweden Mexico Nigeria

Low cost of OTT vs Pay -TV drove adoption

Pay TV monthly ARPU (USD) OTT monthly fee (USD)

Source: Cost of OTT vs Pay –TV: Digital TV Research; Annual cost of Netflix : Marymaker Internet Trends Report 2017, : Cost of OTT vs Pay –TV: Digital TV Research & internal est.; Pricing of OTT services : Market Estimates

Emergence of OTT

The global OTT phenomenon

The India exception

₹ 649

₹ 233 ₹ 275

Netflix Cable Pack DTH popular packs

Pricing (p.m.) of Popular Packages in OTT, cable and DTH in India

80

54

30

11 8 48 11 7 8 6 9

USA Australia Sweden Mexico Nigeria India

Cost of OTT vs Pay -TV per month (in USD) Pay TV monthly ARPU (USD)

OTT monthly fee (USD)

Low OTT costs compared to traditional Pay -TV platforms, led to higher adoption of OTT content globally

India is an exception to the global OTT phenomenon, with higher cost of OTT vs Pay -TV

10

IPTV

Infrastructure Affordability

Consumer readiness

Content & services

Densely populated cities & high-rise housing

High rise

Last mile high speed wired broadband

penetration

High speed broadband

Penetration of smart devices

(smart TV, laptop etc )

Smart devices

IPTV - use of internet to deliver TV programs and videos that are either live or on demand to high-rise housing and densely populated metro cities

Typical IPTV ecosystem

High speed wired broadband connected

devices

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IPTV - Reality check

Winning IPTV subscribers. Is it as easy as gaining telecom customers?

Telecom IPTV

Capex requirement Low Front loaded

Physical Infrastructure requirement Low High

Ground Task force Negligible Huge

Overall cost of delivery Low Extremely high per home

Distribution/reaching the last mile

Through local shops/ retail stores Through existing operators having access to homes

Pricing High existing data and voice costs supported aggressive undercutting by new entrant

Traditional C&S prices are too low to be susceptible to undercutting

Consumer experience/ novelty in offering as compared to existing service

Free voice and cheap data Nil ( change in pipes only)

Potential reach of new technology Pan India Densely populated tier 1 cities

Potential consumers Data starved & aspiring mobile customers

Select consumers having extremely high data requirements

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Global fixed broadband penetration & TV platform take-up

Source: Fixed Broadband penetration : ACT DRHP; Global TV platform take-up : Ofcom International Communications Market Report, 2017

6%

8%

31%

37%

64%

75%

79%

82%

84%

88%

93%

105%

0% 20% 40% 60% 80% 100% 120%

India

Indonesia

Thailand

Malaysia

China

Japan

Australia

US

UK

Singapore

Hong Kong

South Korea

Fixed Broadband penetration as a % of Household

9

8

7

7

6

3

2

1 27

1

19

5

37

61

6

14

69

14

27

31

40

23

44

49

30

46

42

2

24

12

15

42

56

15

10

19

22

12

42

0% 20% 40% 60% 80% 100%

US

JPN

UK

AUS

GER

POL

ITA

BRA

IND

TV platform take-up as proportion of TV homes (%)

IPTV Analogue Terrestrial Digital Terrestrial Analogue Satellite

Digital Satellite Analogue Cable Digital Cable

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IPTV as an offering – An oversimplification of market thesis

IPTV as a threat to DTH – An oversimplification of market thesis! Have we seen this before?

• Mandatory digitization of analog cable signals (Digital Addressable Systems), started in 2012, was perceived to be a threat to DTH

• DTH had the following advantages over Analog:

• DAS, on the other hand, had the potential to even out all these advantages as follows:

Value proposition DTH DAS

Video Quality Digital Digital

Number of channels High High

Pick and choose channels Available Available

HD channels Available Available

Value proposition DTH Analog

Video Quality Digital Analog

Number of channels Higher Lower

Pick and choose channels Available Not available

HD channels Available Not available

14

IPTV as an offering – An oversimplification .. (continued)

IPTV as a threat to DTH – An oversimplification of market thesis

• However, in reality, DTH emerged stronger than ever before post the event:

15

DTH Supremacy

Increased capacity & content throughput

VDSP Model

Consulting

eSolutionWeb Building

Web Design

Extremely efficient, low cost, video

delivery platform

Consumption of bandwidth

heavy content likely to

increase going forward.

SD HD UHD

Declining transponder

costs – an opportunity

Consolidation in cable &

implementation of the Tariff

Order to ensure a level playing field for DTH

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Impact of changes in environment on DTH: mobility/fixed line

1.70

5.50

0.90

0.16

0.81

0.11

9.5%

14.7%

12.2%

0.0%

2.0%

4.0%

6.0%

8.0%

10.0%

12.0%

14.0%

16.0%

0.00

1.00

2.00

3.00

4.00

5.00

6.00

Siti Hathway Den

India broadband uptake as % home passed March. 2019

Broadband Homes Passed Broadband Subscribers Uptake as (%) homes passed

8281,375

4,642

20,092

46,404

66.1%

237.6%

332.8%

131.0%

0.0%

50.0%

100.0%

150.0%

200.0%

250.0%

300.0%

350.0%

0

5000

10000

15000

20000

25000

30000

35000

40000

45000

50000

Dec -14 Dec -15 Dec -16 Dec -17 Dec -18

Wireless data usage and growth

Wireless data usage (in million GB per year) Growth (YoY In %)

Exponential growth in data consumption on mobile has restricted the need for fixed line data

Source: Wireless data usage & growth : TRAI yearly performance indicator 2018 ; India broadband uptake as % home passed Mar. 2019: Company filings: Siti broadband uptake data is for December 2018 17

Impact of changes in environment on DTH: FTTH

Fibre not a game changer!

FTTH Value addition to consumer experience

High speed There are no specific applications which need 1Gbps connectivity and till these applications evolve customers would not necessarily jump onto the Very High Speed broadband.

Data volume Marginal utility of data is negligible

Bundling of data Virtual Data Service Providers or VDSP would be an equally effective substitute to services like FTTH which promise bundled data. Existing last mile service providers like DTH companies would become VDSP’s to offer data benefits to existing subscribers in partnership with their respective mobile service providers on revenue share basis. A win-win for both! Exponential growth in data consumption on mobile has restricted the need for data through fixed line

Price FTTH also requires corresponding ONTs and Routers/ Wi-Fi devices at home, which add significantly to the costs. These costs cannot be justified if the applications used do not have a need to use 1000 Mbps. Thus price to the end consumer would never be lower than wireless data.

With ARPU’s at $4 , the DTH industry is not ripe for price disruption. IPTV through FTTH would also not offer any incremental benefit to the consumer thus restricting scope for any disruption.

Global FTTH adoption trends show it has not been disruptive in any of the markets in US or EU, nor has it grown at extraordinary rates having run into a series of hurdles.

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Impact of changes in environment on DTH: FTTH

Fibre not a game changer .. even when compared to existing fixed line broadband

Global FTTH adoption trends show it has not been disruptive in any of the markets in US or EU, nor has it grown at extraordinary rates having run into a series of hurdles.

3.65 3.61 3.59 3.56 3.52 3.46

3.24 3.21

1.60

2.10

2.60

3.10

3.60

4.10

7 Star Digital SPECTRA Jio Giga Fiber Airtel ATRIA ConvergenceTechnologies

You Broadband Syscon Infoway Excitel Broadband

Netflix ISP leader board – November 2019

7 Star Digital SPECTRA Jio Giga Fiber Airtel ATRIA Convergence Technologies You Broadband Syscon Infoway Excitel Broadband

Source: Netflix ISP speed Index, November 201919

Impact of changes in environment on DTH: New Tariff Regime

Consulting

eSolutionWeb Building

Web Design

Creation of a level playing field vis-à-

vis cable

Network carriage fees to provide

revenue stability

Transparency in content deals

End of irrational

carriage feerevenues

as carriage gets restricted to niche

channels

Pass through of content costs to

de-risk the business

Overall margin expansion

New Tariff Regulations

20

Roadmap

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Dish TV India – The Road Ahead

FY 2020-2021 – Well positioned to address evolving video needs

• Constant increase in content throughput and capacity; strengthening ability to compete

• Technological innovations to enable subscribers to watch content anywhere, anytime

• VDSP – Partnering with telcos and broadband players to offer exciting benefits to consumers

• Emerging as a stronger alternative to bundled offerings

FY 2022 – Established and unrivalled

• Leveraging the 23.94 million plus subscribers for competing benefits

• Overall margin expansion

• Solid and regular free cash flows

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Stay connected on the go - WATCHO

Personalized TV experience everywhere

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Smart Connected Devices : Entertainment ka double role

Access more than 500,000 Apps & games from Google Play store

HD quality content

Access to curated content across genres and premium original shows

Online Apps**

Access to satellite TV channels

Linear TV Dish SMRT HUB

Dish SMRT Kit – with alexa built-in

** Brand Logo’s are trademarks of respective brand owners. 24

New customer centric ‘Dish Combos’

* Exclusive of taxes

Bharat Combo @ Rs. 161*

Swagat@ Rs. 226*

Super Family @ Rs. 271*

Maxi Sports @ Rs. 328*

Super Sports @ Rs. 388*

English Cricket HD

Rs. 57*

Dish HD add-on packs

Rs. 57*

Rs. 70*

Rs. 71*

Rs. 76*

Rs. 100*

Rs. 133*

Rs. 197*

Telugu HD

Marathi HD

Bangla HD

English Movies, News & Music

HD

Tamil HD

Hindi Entertainment

HD

All HindiHD

Titanium@ Rs. 456*

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Our core values

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Financials

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Quarterly performance metrics

Net subscriber additions of 42 thousand

Net base of 23.94 million

EBITDA margin – 58.3%

Operating revenues

INR 8,932 million

EBITDA & EBITDA MarginINR 5,205 million

58.3%

ARPU INR 110

(ARPU as per erstwhile accounting INR 191)

89%

4%

4%3%

Subscription revenues

Additional marketing,promotional fee andbandwidth chargesAdvertisement income

Others

Consolidated revenues

3%

19%

5%

15%

Programming and other costs

Other operating expenses(excl.prog. & other costs)

Employee benefit expenses

Other expenses (including S&Dexpenses)

Consolidated expenses

P&L structure – 2Q FY20

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Quarter ended Quarter ended

INR Million Sept. 2019 Sept. 2018

Operating revenues 8,932 15,943

Expenditure 3,727 10,537

EBITDA 5,205 5,406

EBITDA margin (%) 58.3 33.9

Other income 36 147

Depreciation 3,687 3,675

Finance cost 1,382 1,592

Exceptional items - -

Profit / (Loss) before tax 171 286

Tax expense:

- Current Tax- Current Tax-prior years- Deferred Tax- Deferred Tax- prior years

(165)-

1,300-

125-

(36)-

Net Profit / (Loss) for the period (964) 197

2QFY 2020 vs. 2QFY 2019

Operating revenues break-up (Rs. mn)

2QFY 2020

Summarized Consolidated P&L - Quarterly

7,920

339355 319

Subscription revenues

Additional marketing,promotional fee andbandwidth charges

Advertisement income

Teleport services, CPE &Other

Owing to the netting off of programming cost from revenues, to better reflect the New Tariff Regime, operating revenues for the quarter are not comparable with the corresponding period last year. Had theCompany continued to account for revenues and costs as per erstwhile regime, revenue from operations as per consolidated results for the quarter ended 30 Sept. 2019 would have been higher by Rs 5,806mn, operating expenses would have been higher by Rs 6,386 mn and net profits would have been lower by Rs 434 mn.

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Annual performance metrics

Combined subscriber base of 23.7 million

EBITDA margin – 33.2%

Operating revenues

INR 61,661

EBITDA & EBITDA MarginINR 20,443

33.2%

ARPU

INR 201

92%

2%2%

4%

Subscription revenues

Bandwidth income

Advertising income

Other income

Consolidated revenues

37%18%

4%

8%

Programming and other costs

Other operating expenses(excl.prog. & other costs)

Employee benefit expenses

Other expenses (including S&Dexpenses)

Consolidated expenses

P&L structure – FY19

30

Yearended

Yearended

INR Million Mar. – 2019 Mar. – 2018

Operating revenues 61,661 46,342

Expenditure 41,218 33,181

EBITDA 20,443 13,160

EBITDA margin (%) 33.2 28.4

Other income 521 542

Depreciation 14,409 10,717

Financial expenses 6,286 3,964

Exceptional items 15,624 -

Profit / (Loss) before tax (15,357) (979)

Current TaxCurrent Tax-prior periodDeferred Tax

28492

(4,099)

53(30)

(166)

Deferred Tax- prior period 0 13

Net Profit / (Loss) for the period (11,634) (849)

FY 2019 vs. FY 2018

Operating revenues break-up (INR Mn.)

FY 2019

Summarized Consolidated P&L- Annual

56,638

1,446

1,113 2,464

Subscription revenues

Bandwidth charges

Advertisement income

Teleport services, CPE &Other

Financials of Dish TV India Limited for the year ended March 31, 2018 represent 12 months financial performance of Dish TV India Limited and 6 months financial performance of Videocon d2h Limited. Financial numbers for FY18 are thus not comparable with FY19. Presuming FY18 financials had represented 12 months each, operating revenues and EBITDA of the Company would have been Rs. 62,377 million and Rs. 19,690 million respectively.

31

INR Million Sept. 2019 (Unaudited)Equity and liabilitiesEquity

(a) Equity share capital 1,841

(b) Other equity 51,859Equity attributable to owners of Holding Company 53,700(c) Non-controlling interest (419)

Liabilities(1) Non-current liabilities

(a) Financial liabilities

(i) Borrowings 8,250(ii) Other financial liabilities 17

(b) Provisions 267(c) Other non-current liabilities 333

(2) Current liabilities(a) Financial liabilities

(i) Borrowings 7,383(ii) Trade payables

Total outstanding dues of micro enterprises and small enterprises 3Total outstanding dues of creditors other than micro & small enterprises 16,320

(iii) Other financial liabilities 12,274(b) Other current liabilities 7,463(c) Provisions(d) Current tax liabilities (net)

34,388229

Total Equity & Liabilities 1,40,208

Consolidated Balance Sheet

32

INR Million Sept. 2019 (Unaudited)Assets(1) Non-current assets

(a) Property, plant & equipment 31,437(b) Capital work in progress 7,370(c) Right of use assets 259

(d) Goodwill 47,324(e) Other intangible assets 20,828(f) Financial assets

(i) Investments 0

(ii) Loans 106(iii) Other financial assets 73

(g) Deferred tax assets (net) 8,374(h) Current tax assets (net) 1,117(i) Other non-current assets 1,515

(2) Current assets(a) Inventories 235(b) Financial assets

(i) Investments(ii) Trade receivables(iii) Cash and cash equivalents(iv) Bank balances (v) Loans(vi) Other financial assets

(c) Other current assets

-1,473

697671175

13,0755,479

Total assets 1,40,20833

Thank You